Responsible for identifying leads and converting opportunities to increase revenue and expand the customer base through acquiring and retaining new clients and maximizing business opportunities within existing customer base.
Department: Commercial
Reports to: Head of Sales
Direct Reports: None
Key Accountabilities and Responsibilities
- To undertake business lead generation activities to ensure ongoing acquisition of appropriate contracts in line with business strategy
- To execute short and long term revenue-deriving strategies as defined by the company
- To meet and exceed sales targets both individually and at a departmental level
- To create and action capture plans for all open and existing opportunities in order to close (as won) each opportunity favourably
- To promote, where appropriate, the business and its services to potential customers to maximise potential sales opportunities
- To ensure appropriate opportunities for profit generation/cost control are identified and exploited within existing and potential customer base
- To build on existing relationships with established customers to maximise business opportunities in line with customer Account Management Plan
- Utilise, review and update the company CRM information, Forecasting and Quotations databases to maintain and keep current the Opportunities Forecast and Sales Order Intake pipeline
- Search out new opportunities, generate client need and close opportunities in existing and new business sectors
- To gather market intelligence and data, as well as provide insights into new markets and sectors and research these where required to support business development and our company growth strategy
- To liaise with designated existing customers to identify objectives, priorities, concerns thereby ensuring optimum client satisfaction and retention
- To monitor competitor activities, (including information on activities and pricing) to ensure the business remain at the head of our market and offer best value for money for our customers
- Act as the customer liaison between the client and the company to ensure free flow of information and ensure customer satisfaction is achieved as well as protecting interests
- To ensure that prices are positioned and negotiated such that maximum margins are achieved for the business whilst maintaining customer confidence and core values
- To actively take part in regular departmental briefings/meetings and project related meetings
- Generate accurate scope definition and assumptions for quotation costings providing all required details
- Prepare and present Customer quotations, proposals, RFQ and Tender responses in line with guidelines
- Represent the business at trade show, events and seminars in a manner fitting for the company
- Host and direct customer visits to site and conduct tours of the facility
- To be fully aware of, and comply with, the Health & Safety rules and regulations as outlined in the Health & Safety Policy.
Job Factors
Proven Ability: Skills and aptitudes are required such as will provide an understanding of principles and practices that contribute significantly to the work of the department.
Managerial/Supervisory Responsibility: Responsible for leading a large team, section or small departmental function, or advises middle and senior managers on more complicated technical matters.
Accountability: Partial accountability for a function and/or procedure(s) where errors may involve major expenditure, financial losses or embarrassment, including possible loss of customer accounts.
Independence of Action/Autonomy:Considerable discretion and independence under general guidance but refers to higher levels for policy and professional decisions.
Complexity:Work is not straight forward and requires considerable initiative and judgement. Difficult tasks or assignments may be handled.
Relationships :Contacts internally and externally mainly at senior levels. Making and influencing senior external contacts (including negotiation) is a major part of the job.
Direction: Work largely proactive. Little or no direct supervision. Reporting relationship based on reviews of progress against targets and guidance on methodology.
Pressure of Work: High degree of pressure. Work can require considerable concentration. Consistently high level of quality of service is required. Targets tend to be fixed by external factors. Can be major peaks of pressure.
Person Specification:
Essential:
- Qualified in relevant engineering discipline to at least NVQ4 level or equivalent
- At least 5 years experience within a commercial/sales/business development environment
- Demonstrable experience within the automotive / defence or non-highway industry
- Demonstrable experience of consistently meeting or exceeding sales targets
- A proven ability to drive the sales process from plan to close with a strong business sense and industry expertise
- A good network of contacts within the automotive/SVO/motorsport industry
- The ability to communicate and present credibly
- Able to influence and negotiate
- Proficient in Word, Excel and Powerpoint
- Must be willing to travel
- Self-motivated
Desirable:
- Shipley Associates or Miller Heiman sales process trained and qualified
- Degree in Business Management or other relevant qualification
- Qualification in Engineering